Passle CMO Series Podcast

Episode 171 - Wendy Bernero of Yate Collaborative on Igniting Your Cross-Selling by Delivering Client Value

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Every law firm strives to achieve year-on-year profitable revenue growth. As the industry continues to grow more competitive, firms are looking at how to drive sustainable, organic growth by focusing on client value delivery.

On today's episode of the CMO Series Podcast, James Barclay is joined by Wendy Bernero, Founder and Strategic Advisor at Yate Collaborative, who has over 30 years of experience in legal marketing and held Chief roles in firms including Baker McKenzie. Wendy discusses insights on how firms can deliver real value to their clients, the ways to maximise cross-selling and more. 

James and Wendy cover: 

  • Wendy’s background in legal marketing and key learnings she's taken into her current role
  • The strategies CMOs should implement and stay away from
  • The reasons why firms should decide whether they want to be a solution provider or a talent agency
  • The framework that Wendy uses to maximise cross-selling and the steps teams should take to make it successful
  • The three actions every marketing and BD leader should do to improve their go-to-market strategy
    • ...more
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